Generate Lead Sales
Generate Lead Sales
Generate Lead Sales
Sales training with Scrooge
In this interview with leading Marketing Expert Steve Mills, Steve explains how to use the pain of doing nothing to help you increase sales.
Think of it this way. Do you remember the story "A Christmas Carol"? Three sales people ghosts' turned up to Scrooges house and tried to sell him on an idea of giving'. This was something he had no intention at all of doing at all and did he did not even want to listen "bar humbug".
However, by using the forces of past, current and future pain and pleasure they were able to convince him that change was a must and not just a should'. He changed his mind and his outlook instantly by linking pain to staying as he was and pleasure to change.
Here, I use an example of how I would sell Steve Mills Marketing's sales training services to remove resistance to buying.
Steve How many sales people do you employ?
Client Six
Steve - How good are they at achieving their targets?
Client Some are better than others, but on average they achieve approximately 75% of their target.
Steve What is each person's target?
Clients They don't have individual targets, but their overall target is 200,000 per month.
Steve So they are currently achieving 150,000 per month is that correct?
Client It varies, but roughly yes.
Steve How long has your sales team been together?
Client Some people have been with us longer than others and some have come and gone, but essentially we have had a sales team for five years.
Steve - Has 75% of target been achieved roughly throughout this time?
Client Yes, approximately again.
Steve So the team have been losing out on a potential of approximately 50,000 per month for five years is that true?
Client I have never thought of it that way, but yes I suppose that is true.
Steve So if we take that back five years that comes to 600,000 per year x 5 years = 3,000,000.
Client Yes and that is scary!
Steve That being the case, I suppose you could say that you will lose another 3,000,000 in potential new business, if nothing changes over the next five years, won't you?
Client Err yes we will.
Steve So let's say that worse case we could help you and your team to become 15% more effective. Let's work out how much extra income could be achieved.
A 15% increase in sales effectiveness would increase your sales from 75% of sales target, up to 90% of target, or from 150,000 per month to 180,000. This equates to an extra 30,000 per month x 12 months = 350,000 x 5 years = 1,800,000. Is that correct?
Client Well confirmed.
Steve Ok. So to achieve this we will need to conduct a series of six training days over a period of six months at a cost of 12,000 and then two per year after this at a cost of 4,000 per year. How does that sound?
If you have done your job effectively you have just made a sale. How could you use the pain in the past, present and future to increase your sales?
The question to ask ,that will help you to grow your business, is a very simple one. How can we improve....?
Obviously if you need any advice with this, we would be more than happy to help. Just give me a call on 0118 9305 700.
Steve Mills
PS... If you need more marketing help like this click on this link Marketing Director
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